Ryan Hanley

Um, so I've been in sales or tangentially in sales for, for most of my career.

And, uh, about probably about a decade ago, like 2016, 2017, uh, I was talking to a buddy who ultimately became a mentor of mine.

And, you know, we're talking about the sales process and different stuff.

And, and he's like, you talk too much.

And I was like, what do you mean?

He's like, silence is a superpower.

He's like, ask your frigging question and shut the up.

He's like – and I took that to heart.

Now, I'm not always great at practicing it.

I do try.

It's a practice.

I haven't got there yet.

But –

I do think, and this is, you know, maybe this is where I would love you to come in on this is like, I feel like sometimes we try to solution before we understand what the problem is because we were not listening.

So how do, okay.

So I finally sit down and I say, Michelle, what's going on in your life?

How can I help you?

How can I, how can I make your day to day better?

What's going on?

And then like, you'll say one thing and I'll come over the top and go, well, do you need a new tool?